Most B2B prospecting advice assumes the buyer already knows they have a problem, and the rep's only job is to find...
Leadership Articles
The Offer-Ask Ratio: Sizing a Cold Outreach Request
A buyer deciding whether to respond to a cold email is running a cost-benefit calculation, whether or not they're...
The Five Mindsets of Power Sellers in Prospecting
Skill and knowledge explain why some reps prospect well. They don't explain why reps with nearly identical training...
Weekly Sales Forecast Cadence: The 5-Day Review Rhythm
A sales forecast built once at the start of a quarter and checked again twelve weeks later functions as a guess with a...
How to Train Sales AI on Your Own Sales Methodology
A sales organization that buys an AI call-scoring tool, plugs it into the CRM, and lets it start grading deals has...
Sales Enablement Audit: A 90-Day Diagnostic Framework
Ask a VP of Sales Enablement whether the function is working, and the honest answer usually comes dressed up as a...
The 8 Training Categories Every B2B Sales Org Needs
Most enablement teams build sales training around three things: product knowledge, a methodology workshop, and a...
How to Build a Red/Yellow/Green Deal Scoring Rubric
Two managers look at the same deal on a Monday pipeline review. One says it's rock solid, put it in the forecast. The...
Does Manager Quality Affect Sales Performance? The Data
Two sales teams inside the same company, selling the same product, trained on the same methodology, produce different...
Sales Quota Attainment Fell From 63% to 28% Since 2012
In 2012, 63% of B2B sales reps hit quota. In 2024, 28% did. Over the same fifteen years, the average company's CRM...
Sales Enablement Job Description: 15 Years Out of Date
Search "VP of Sales Enablement" on LinkedIn on any given day and pull up three postings from three different B2B...
Sales Training Retention Statistics: Bloom’s 2 Sigma Study
A sales rep sits through a two-day workshop. Gartner's research on training retention found that sellers forget 70% of...